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Global Partner Lead - Accenture

San Francisco, CA | New York City, NY

About Anthropic

Anthropic’s mission is to create reliable, interpretable, and steerable AI systems. We want AI to be safe and beneficial for our users and for society as a whole. Our team is a quickly growing group of committed researchers, engineers, policy experts, and business leaders working together to build beneficial AI systems.

About the role

The Global Partner Lead for Accenture will serve as the strategic architect and executive owner of Anthropic's most critical systems integrator partnership. This role demands a seasoned enterprise partnership leader who can orchestrate a complex, multi-dimensional global relationship spanning co-selling, channel enablement, solution development, and joint go-to-market execution. The successful candidate will be accountable for transforming Accenture into a billion-dollar Claude revenue engine while ensuring both companies capture unprecedented market value from the agentic AI revolution.

This is a high-stakes, execution-focused role requiring someone who can operate at the C-suite level with Accenture's global leadership while simultaneously driving tactical wins in priority markets. You will own the strategic roadmap, investment decisions, and revenue accountability for what will become one of Anthropic's most valuable partnerships.

Responsibilities:

Strategic Partnership Orchestration You will own the complete 360-degree relationship with Accenture across all dimensions: sell-to (Accenture as customer), sell-with (joint selling to enterprise accounts), and sell-through (Accenture-led channel sales). This includes defining where Anthropic invests resources with Accenture, which markets and verticals receive focus, and how we architect the partnership for maximum mutual value creation. You will be personally accountable for the partnership's P&L contribution and responsible for establishing the metrics and governance that ensure both companies are winning.

Revenue Generation and Market Leadership You will lead the pursuit and closure of market-tipping deals that establish Claude as the enterprise standard for agentic AI. This means building executive relationships within Accenture's C-suite, identifying and influencing their largest transformation opportunities, and ensuring Claude is positioned as the foundational technology for Accenture's agentic enterprise vision. A primary measure of success will be the velocity at which Accenture builds a billion-dollar Claude practice, with clear milestones and accountability mechanisms you establish and drive.

Competitive Positioning and Enablement You will ensure Accenture's 750,000+ professionals understand exactly why Claude wins against competitive AI platforms. This requires developing crisp competitive differentiation messaging, building comprehensive enablement programs across Accenture's global workforce, and creating the sales tools and business cases that make Claude the obvious choice. You will own the training curriculum, certification programs, and ongoing enablement that transforms Accenture into Claude advocates who can articulate our advantages to the C-suite.

Solution Development and Innovation You will partner with Accenture's leadership to build declarative, production-grade solutions powered by Claude that define the agentic enterprise. This means collaborating on reference architectures, co-developing industry-specific accelerators, and ensuring Accenture's solution portfolio showcases Claude's unique capabilities in reasoning, safety, and enterprise readiness. You will drive the creation of repeatable, scalable offerings that Accenture can take to market globally.

Customer Success and Lifetime Value Every deal you influence must be architected for customer success and long-term value expansion. You will establish success criteria for joint accounts, ensure proper implementation and adoption support, and create feedback loops that drive continuous improvement. You own the customer experience in Accenture-influenced deals and are accountable for net revenue retention in the partnership's installed base.

You may be a good fit if you have:

GSI Partnership Expertise You have 10+ years of direct experience managing strategic partnerships with Accenture or comparable tier-one systems integrators (Deloitte, PwC, Capgemini, IBM). You possess existing VP+ level relationships within Accenture's global leadership and understand how to navigate their complex organizational matrix. You have previously owned partnerships generating $100M+ in influenced or direct revenue.

Enterprise Sales and Deal Leadership You have personally led or significantly influenced deals exceeding $10M in contract value and understand the mechanics of complex, multi-stakeholder enterprise sales cycles. You can engage naturally with C-suite buyers, understand enterprise technology buying patterns, and know how to structure partnerships that accelerate deal velocity and increase win rates. You bring a structured methodology for opportunity identification, pursuit planning, and deal execution in partnership contexts.

Technology Platform Partnerships You have built partnerships in high-growth technology categories (cloud platforms, enterprise software, AI/ML) where partner enablement, competitive positioning, and technical differentiation were critical success factors. You understand how to translate technical capabilities into business value propositions that resonate with enterprise buyers and partner sales organizations.

Global Operating Model You have operated successfully in global roles requiring coordination across multiple geographies, cultures, and time zones. You understand how to establish global frameworks while enabling regional execution, and you have experience building virtual teams that span partner and internal resources across continents.

Revenue Accountability and Commercial Acumen You have carried revenue targets in previous roles and understand P&L management, forecasting, and the financial mechanics of channel partnerships. You are comfortable with ambitious growth targets and know how to build bottoms-up models that connect activity to revenue outcomes.

Strong candidates may have:

The ideal candidate combines strategic vision with relentless execution discipline. You are equally comfortable presenting Anthropic's strategic vision to Accenture's Group Chief Executive as you are rolling up your sleeves to rescue a stuck deal in Singapore. You have the gravitas to influence senior executives while maintaining the hunger and urgency of a quota-carrying seller.

You are obsessively competitive and bring deep conviction about how to win in the market. You understand the AI landscape, can articulate Claude's technical and philosophical differentiation, and have the credibility to challenge partners when they're not positioning us effectively. You are energized by building something new and understand that creating a billion-dollar partnership requires both visionary thinking and daily operational excellence.

You bring intellectual rigor to partnership strategy but move with speed and pragmatism in execution. You create structure where needed but avoid bureaucracy that slows momentum. You are a builder who can establish programs, metrics, and operating cadences from scratch, then iterate based on what's working.

Key Performance Indicators

  • Accenture-influenced and partner-sourced revenue (direct and channel)

  • Time to $1B Accenture Claude practice (with quarterly milestones)

  • Number of market-tipping deals (>$5M ACV) jointly won

  • Accenture enablement metrics (certified professionals, active sellers, solution developers)

  • Joint pipeline coverage and win rates in co-selling motions

  • Customer success metrics in Accenture-influenced accounts (NRR, time-to-value, satisfaction)

  • Strategic investment ROI (where we invest with Accenture vs. outcomes achieved)

Working Relationships

You will report to the Head of Global Technology Partnerships and work in close partnership with Anthropic's regional partnership leaders, product teams, sales organization, and technical account management. You will establish executive sponsorship relationships within Anthropic's leadership team and maintain direct access to senior stakeholders for strategic escalations and opportunity support.

Externally, you will cultivate and maintain C-suite relationships across Accenture's global organization, including their CEO, regional managing directors, growth markets leaders, and practice/industry heads. You will serve as Anthropic's primary interface to Accenture and own the partnership's strategic narrative both internally and externally.

Location and Travel

This role can be based in San Francisco, New York, or London, with significant travel expected (40-50%) to engage with Accenture leadership globally and support market-tipping opportunities in priority regions. Face time with partner executives and presence at critical deal moments is essential to success.

The expected base compensation for this position is below. Our total compensation package for full-time employees includes equity, benefits, and may include incentive compensation.

Annual Salary:

$1 - $2 USD

Logistics

Education requirements: We require at least a Bachelor's degree in a related field or equivalent experience.

Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.

Visa sponsorship: We do sponsor visas! However, we aren't able to successfully sponsor visas for every role and every candidate. But if we make you an offer, we will make every reasonable effort to get you a visa, and we retain an immigration lawyer to help with this.

We encourage you to apply even if you do not believe you meet every single qualification. Not all strong candidates will meet every single qualification as listed.  Research shows that people who identify as being from underrepresented groups are more prone to experiencing imposter syndrome and doubting the strength of their candidacy, so we urge you not to exclude yourself prematurely and to submit an application if you're interested in this work. We think AI systems like the ones we're building have enormous social and ethical implications. We think this makes representation even more important, and we strive to include a range of diverse perspectives on our team.

How we're different

We believe that the highest-impact AI research will be big science. At Anthropic we work as a single cohesive team on just a few large-scale research efforts. And we value impact — advancing our long-term goals of steerable, trustworthy AI — rather than work on smaller and more specific puzzles. We view AI research as an empirical science, which has as much in common with physics and biology as with traditional efforts in computer science. We're an extremely collaborative group, and we host frequent research discussions to ensure that we are pursuing the highest-impact work at any given time. As such, we greatly value communication skills.

The easiest way to understand our research directions is to read our recent research. This research continues many of the directions our team worked on prior to Anthropic, including: GPT-3, Circuit-Based Interpretability, Multimodal Neurons, Scaling Laws, AI & Compute, Concrete Problems in AI Safety, and Learning from Human Preferences.

Come work with us!

Anthropic is a public benefit corporation headquartered in San Francisco. We offer competitive compensation and benefits, optional equity donation matching, generous vacation and parental leave, flexible working hours, and a lovely office space in which to collaborate with colleagues. Guidance on Candidates' AI Usage: Learn about our policy for using AI in our application process

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